 What is your kind of philosophy with objections? How do you overcome them? Dude, I think they're totally freaking made up like early in a cell in a sales process They are absolute hogwash if you will I'm originally from Arkansas smoke screens. That's all they are totally They're just testing you. Yeah, I mean when you guys walk into Best Buy, you know, you're like, and they're like, hey I can help you. What are you looking for? No, I'm just looking man. I'm just shopping, but then Liar liar wait, where's Yeah, where's this dongle for this thing and like oh, it's in Exactly, that was me. I was in Best Buy literally last week looking for a gimbal the DJI gimbal for the for the but I bet she told him Oh, you're I walked in straight up and the person at the front says can I help you? I'm not I'm good And I just walk straight on back and then I'm back there looking around for the gimbal And I will go to get it and the doors locked because it's a high value thing So they have them locked behind the case and then I'm looking for somebody and they're like, I'm like, I need somebody It's so funny that that's the case too because not only that like I asked my wife Hey, babe, I'm talking about human nature right now by the way in case you haven't gone on But when I ask my wife, hey, babe, where do you want to go for dinner? I? Don't know you pick. I'm not sure what I use right and I use it in in Joplin, Missouri years ago when I was with a Prospect I said I thought you're gonna say when you're with a girl that wasn't your wife while you're still Actually give the answer in the third story But I was in Joplin, Missouri I asked the gentleman I was you know ties will to the podcast I said hey, sir, do you know where your life insurance policy is not the best way to word the question by the way, right? If I had to reword the question, yeah, I would say I'm sure your lifters policy is here. Where do you think it is? Like that's better. That's more leading, right? But I said ask her do you know where your lifters policy is dumb question You're gonna get like nose, and I don't know right, which is what I got. I don't know This is something that changed my life forever, and you're gonna want to use this Okay, if you're driving gold. This is a good one. I like talk to your phone afterwards or something like don't don't don't miss this one I said if you knew where it was Where would it be? Can you repeat that if you knew where it was? Where would it be follow-up question ding and Also used a hypothetical question as well And what that does is it makes someone stop and think because I don't believe in moving forward in the sales process unless you Get answers to your questions you have from a closing standpoint You have to train your prospect to make decisions when you want them to make decisions Otherwise you are allowing them to be in control of the sales process. That's really good I like that train your prospect to make decisions when you want them to make the decision Yeah, sometimes a straight-up question doesn't get you there because it puts up the wall, right? Totally, totally. Oh you keep them moving forward by eliminating the the sales page And you ask them the hypothetical. Yes, and it was funny is Joplin, Missouri that day years ago The guy said well if I knew where it was it probably in the filing cabinet right over there So I pointed the filing cabinet Like is it that one? Can I look at it? Yes. Can I open it? Yes, dude? Guess what's sitting the top drawer of the family cabinet. This is flipping policy. Yeah, but eight seconds before I Don't know stop listening to all this craziness. Can we pause? I want to know if you've solved this where do you want to eat babe question? I don't know. I have what whatever. How do you solve that one? Dude, I can get any anyone's wife to answer that question anywhere anytime forever. Okay, and here's what you do Maybe you know, you know, do you know where you want to eat? No, I don't know you pick right well if you had to choose What would you say? Had to choose where would we go had to choose what would you pick and then she's like well I'm not really sure. Well, are you thinking more like Chinese or Italian and I'll start giving options on the third here on it I'm Terry option. I don't know. Maybe Italian. Okay. Cool. You want to go to like you know Mr. Zins or or you know, Fazzoli's She calls it that's only so she doesn't like Fazzoli. So she's like mr. Zins. It is I made that up I don't I don't even think there's doesn't sound like an Italian But you see what I'm going say you're Thanos that would be okay. I should have just leaned on you for that Olive Garden. Yeah. Yeah. Actually. I used to love Olive Garden Then I learned there's better Italian. So, yeah And so on this topic of moving forward, I'm gonna keep this moving forward. That's a little I got a work Oh, that's good. That's great. What's the the fifth tip? I feel like we've covered 87 tips. No, probably it's been a lot but Tip number five big tip number five. What is it? It's what I've been trying to do for the last five years Invest in others it will always come back, right? That's what I love about Roger man is he's been investing in in in our relationship for many years Knowing some things if as long as I kept showing up and making sure I did my part And didn't quit and didn't stop and all this stuff. He knew something He knew we'd do some stuff together and he's speaking at 8% virtual And 8% nation in Dallas in July 23rd and 24th. Oh, right boom There's another one. That is a big boom with Eric Thomas. It's gonna be Roger short Eric Thomas. Nobody else Crazy, that's crazy man. That's sick. That's sick. Great. Pop preacher. That's it All right, you put me on in front of him or in the middle of his act. Maybe before middle and after Yeah, there's Roger the MC now, we're gonna bring you down from the ceiling while he's speaking. Oh my gosh Yeah, and you're gonna be rapping the five-year-old reasons. Yeah People don't buy that's right man. Come on now. Let's do it. I think you have a sample for your audience. Go ahead Yeah, no, that's not gonna happen That is not going to happen. It's gonna be have a different day probably late in the evening and different beverages There you go. There you go. Yeah All right, so this idea of investing and others you you say it comes back But like what does that look like? Why does that come back or where did this idea of investing and others? Even come to you like to see the value in it I mean it took off for me as a as a early agent I had a manager call me and say hey, I've got two agents struggling. They're up in northern Missouri and Can you come help them? They're not making any sales. I'm like, I guess, you know I hadn't really trained anybody at that point. So I drive for four and a half five hours and Spend time with two guys Greg and Hunter we go and I'm like, I'll just take him cold door knocking I don't know what else to do. I didn't work leads back then, you know, and for those of you know my story I Made a hundred and seventeen thousand dollars in my first eight months selling life insurance on a 35% commission level No leads cold door knocking cold calling while I was 20 while I was playing basketball While I was taking 21 credit hours a semester. It doesn't get much harder than that Man, your dad was a tough boss. You only give you 35 percent. Yeah, door to door. Go ahead. It Cody And I only think I was I guarantee this your life. That's it. Oh my gosh. Yeah, man, dude rough You got to show up and keep moving forward anyway. Well, here's the good thing about that. Everyone qualifies like there's no health There's no that's right. It's so easy for me. Just roll it. Yeah, okay. Can I have the yeah? You can have this you can have as you want as you want, you know 10,000 for you, sir I think it was 20, but yeah, it wasn't much but I went up to Moberly and I traveled up there and help these two new agents First door we knock we get in cold door knock by the way just like section 8 housing and stuff, right? We cold door knock get in the house Make the cell Leave high-fiving Hugging the prospects high-fiving the agents we go do that. We make five cells in one day They think this is the greatest thing since sliced bread. They're like, oh my gosh. What the heck is going on? And then I drive home. I leave the commissions the apps the money with them I was driving home practically in tears thinking man I've found what I want to do for the rest of my life And it wasn't the actual selling of insurance because I was dang good at it But what I was even better at was helping others be dang good at selling insurance. That's what I knew I had something special. I didn't act on it then and then finally December 29th of 2015 I finally shoot a god-awful YouTube video and put it up and been doing it ever since Yep, 30,000 subs later. Yeah, I have to say that, you know When you invest in other people it it always comes back to you I want you to think of it this way in this business of life insurance sales The two things that you have the ability to do in most cases There's probably some that you don't you can't do this But in most cases 99% of the cases you have the ability to go write a policy and help a family But you also have the ability to recruit an agent bring them into your team and then alongside with that You know alongside of them help them become successful to and invest in their success And when you do it gets reciprocated and when you take time to invest in other people it comes back to you So you have the ability to build a team here build an agency and it starts with one Right awesome. You and I have known each other since you were in junior high. I always say this right It was like 19. Thank you. You're in diapers. Weren't you though? Oh my gosh, and he was a protege So really he was a college graduate at the age of 19 is it was kind of one of those guys He was a professor of a college. Yeah, no, no, this is true He built my first website my first website, you know, it's probably 10 years ago. Yeah, and You know, we've had a relationship and I've seen him grow so much in his own talents He invests in himself he invests in other people He's now got a team that reports to him at our company and he's investing in them I watch him do it and it always comes back. He's learning himself and he's growing Investing in that team of yours. Is it made you better? Oh my gosh. Yeah, and also like Like shows me where else I need to grow. Yeah, like I want to be better at leadership and management and team building So that's right. I see a few questions And you may think we're like where's all this going like so become a better salesperson I have to invest in others I don't get the direct correlation Sure If you put someone beside you in the seat and you're running leads or you put someone beside you while you're doing phone sales And they're listening to you watching you do the process It makes you the best that you can be because you know, you need to be on your a game You're on your a game because you don't want to screw it up for them. You know, someone is watching me I'm now accountable. It's like when you said I want to tell everybody about my goal Because then it's out there and then they help hold me accountable Totally, you do the same thing when you bring someone in and so when you're investing in them Like if you think about all the pivotal moments in your life both of you guys and all of our listeners If you think about pivotal moments in your life that were that were life change moments Yeah, it was probably when someone took the time to invest in you there's probably someone took the time to do something for you to invest in you and It's not it's not just a one-time thing It's it's a it's a relationship that starts and when that relationship starts and they lean in and they invest You can feel it You can feel the change take place and you never forget that like I've got people in my life that I can never forget the things That they've done for me and I want to do that for other people. It will make you a better salesperson It will make you a better human being it will make you a person who attracts other people Yep, all of those things will accelerate your career will accelerate your life. Yes Invested in you big time right your dad invested in you. There's probably some other people that invested in you Do you remember? Oh, yeah. Oh, yeah, just watching my mom She's taking care of four kids, you know and early in and before my dad became successful juggling You know, she's also working a couple jobs Watching, you know all the four kids and like all this other stuff, you know, like she was a freaking warrior I'm like man. She's juggling so many tasks at one time like you have to notice and learn and watch those things Like I'm like another thing. I'm so impressed by your guys's team, right? Austin freak, right? You freak Chris ball freak a master Networker Amazing dude huge heart, right? I'm watching Zach Literally a couple days ago on the way to Target like helping an agent for 30 minutes debrief on something They shouldn't have so that they maybe should have got that they didn't and I'm listening to him And I'm like man This dude's really good at like training and helping people and debriefing and talking through stuff Like he's a master sales trainer. I'm like either four of you the live insurance Academy podcast crew Or freaks in a good way Yeah, when when you train others it highlights any shortcuts you're taken But it also reinforces the things you know because yes re saying that which then reinforces it in your head So yes investing in others today. We covered the five tips to become the best sales person ever Period on on planet earth period boom Those are understand the value is a relationship to invest in training three maximize your opportunities for always have forward motion and five invest in others and Cody we're gonna talk about in a second How you invest in others some some big opportunities and some ways that people can engage with you and after that We're gonna do it something that we've never done on this podcast before. It's gonna be pretty fun It's gonna be a quick fire round of questions Oh, and you're just gonna Squeaking and you all are getting to get to learn fun facts about Cody. I love it. I'm in so Cody Before we get to that Can you maybe share one way that you're about to invest in others and that others can invest in themselves? Yes, you're training. I love that. Yeah, that helps with two and five on our list of five tips, right? Apersonation something I started literally across the street at Nissan Stadium here back in in October of 2018 and I had no clue what I was doing Amazes me that you did that like what I think about that Nissan Stadium Who did you have show up at that first one when you had no money? Yeah Grant Cardone? Ray Lewis Hall of Fame NFL linebacker for the Baltimore Ravens Tim Story coach Michael Burt Like I spent $210,000 on speakers half a million dollars on the event only brought in 300 grand from tickets and sponsors lost 200k But you went and borrowed money to pull that event off. Yeah on a hope. Yeah that you could do it. Yeah why I Knew I told myself dude. I know this is scary. I know this is big. I know you don't have the money. I Know you're scared to death. I know nobody respects you yet You pull this off People will talk about you forever and like I guess I don't have a choice and And on top of that You because you invest in yourself and you go to these conferences You were seeing that there was all these in conferences that invest in different industries But there wasn't one at this level. Yeah, good one for this industry I think you all said that they used to play P handles in the corner I've been to some I so I've been to an old-school insurance conference And it's a bunch of old dudes with their head down and like they've got jackets on that they bought, you know 28 years ago, they're still wearing the same one and like they've got worn out boots And like the music is bad the audio visuals are slides and they're half on the screen and half not I'm like, what is going on? What is happening in here? Yeah, you're like why I don't want to be a part of this this ain't sexy at all No, dude, it's so boring man. So what did you want to do make insurance sexy again? Maybe for the first time that's great and and You're so crazy at these events last event you dropped what 10k from the ceiling. Yeah, literally 10k in cash Yeah dropping from the ceiling people are like jump It was an insane moment if you've not seen just wait for this year gift of like Cody dropping money Go watch it. What's your Instagram at Cody dot ask Cody dot askin? Yeah, I love it. I love engaging with people on there, too So we're gonna try to get you to drop some money when I speak at the Can you send some money? Yeah, yeah, whatever you want. Okay, cool Rogers is good as a salesperson as there is he's hard to say no to because he invests in a relationship first And then he and then when you ask for something it's like he's such a good dude I gotta do it. So when you send the money, will it be in 50s or hundreds? Probably hundreds. That's all the same in the sale Yeah, yeah, so a percent you started a few years ago Nissan Stadium. Yeah, and it's still going you have a few events coming up What one of the only conferences and I think it was the only insurance conference post COVID to happen in 2020 And there's a lesson in that I believe the show must go on I believe you should always have a forward motion tip number four tying back to it. I don't think like Nothing should keep me from doing an event to help people if I want to do it and to help people Nothing should stop you as a life insurance agent from helping more people and making a ton of money The only thing that will ever stop you from freaking crushing it changing your life forever is you If it's meant to be it's up to me Hmm. Yeah, and we attended that event. I mean it was it was socially distanced. It was safe Yeah, it was very well done. I was super impressed until everybody started tackling each other for money, but yeah Glad you guys were a part of it. Thank you. I was I was impressed Yeah, and we're super excited to be part of the one coming up in July What's the dates in July July 23rd and 24th back in Dallas at the statler apresnation.com to get tickets Promise you it's selling out. I'll probably oversell it on purpose this year Yeah, so you want to be there commit to it all the links that Cody sharing will be on the show notes page liapodcast.org EP55 you can check those links out there to get registered again quick recap March 5th and 6 8% nation virtual wherever you are Attend out of it. I think that's crazy that you give that away for free. Yeah, you're spending money on these speakers Oh, yeah. Yeah. Well, yeah, we just spent money on less brown as well I'm gonna spend at least 30 grand in ads, you know, and I'm gonna spend We may spend a hundred grand on just the virtual event and then give it away for free. Oh my gosh People think it's stupid. I'm like that's an investment in training and it's investment in others, right? It's right. It's like doing everything. Well, that's why I put on Instagram It is probably sound a little little arrogant. I mean you guys know me deep down. I'm really not but I just put on there like Make an event so irresistible Keep doing more Keep showing up and maybe people will return the favor and show up, you know, that's kind of my motto That's great. All right. We have the quick fire questions dude. I'm ready. Come on now. All right Favorites on the road to the field snack that you have in the car Oh Come on buddy Well, I mean the first thing that came to me was like um Used to used to chew sunflower seeds. I don't really do that anymore, but I would say my I love candy Yeah, I'm a candy guy. I'm gonna I'm gonna be eating candy on what candy what candy sour Anything sour sour skittles. All right. Let the agents hear the kodiaskans doorknock. What does it sound like? Do you have a doorknock? Oh the pitch or no, oh Do you like it? Oh, you got the two at the end. Change it up. That was nice um, all right What is what's your ideal league count when you were in the field or what what have you found is a Optimal amount of leads for agents. Yeah, I loved I loved about 25 to 30. Right. Mm-hmm. Yeah, that's a good number. If you enjoyed this, I got another one You're gonna love it's right there. Click on it. See you in there and when when you invest in training It's not a one-time thing. Um You're constantly investing in training. How how often would you say kodiaskans is Investing in training or I've got to have some type of some type of investment every month